PERFORMANCE STATEMENT:

The responsibility of the Membership Consultant is to achieve his / her personal agreed monthly

sales targets in line with company objectives.

Performance Steps :

Duty A: Acquire And Maintain A Strong Understanding Of The Basic Selling Skills Needed To Perform The Sales Function Successfully

A.1 Membership Consultant Sales Training - Level One.

1.1 Ensure updated product knowledge at all times including all the benefits, facilities and services offered by your club.

1.2 Maintain up to date price lists and ensure a clear understanding of membership fees and features for all memberships offered by your club.

1.3 Have a genuine interest in the latest developments within the fitness industry and specifically the benefits of the exercise to communicate to members.

1.4 Role-play daily with your CGM to maintain selling skills.

1.5 Maintain training notes for continual reference.

1.6 Use training scripts and guidelines a prescribed in all training sessions.

DUTY B: MINIMUM PERFORMANCE CRITERIA FOR MEMBERSHIP CONSULTANTS

B.1 PRESENTATIONS

1.1 Ensure 8 new presentations are conducted each day.

1.2 A presentation must include all the following key components to qualify as a completed presentation:

1.2.1 Needs Analysis.

1.2.2 Club facilities must be presented with a tour / story board.

1.2.3 Membership Agreement completed and authorised. 1.2.4

Payment requested

B.2 APPOINTMENTS

2.1 To qualify for your guaranteed minimum remuneration or portion thereof the following must be completed:

2.1.1 A minimum of 8 new presentations per working day. i.e. 6 x 22 working days =

132 new presentations per month.

2.1.2 Achievement of the minimum presentation criteria is achieved through:

i) Appointments

Minimum of 11 quality new appointments must be set up per day (excludes contacts being made to confirm appointments for the days expectedpresentations).

- Confirm all appointments for the day and the following day.

ii) An appointment will only qualify as an appointment when a specified date and time is diarised for a future meeting to conduct a presentation.

B.3 CONTACTS

3.1 Minimum of 36 (in operating club) or 40 (in pre-opening club) new contacts per day is required until 11 new quality appointments have been set.

3.1.1 To ensure all contacts lead to a guaranteed quality appointment, focus on contacting the following :

a. Minimum of 2 Referrals from every new member joining your club.

b. Minimum of 6 Referrals from today's presentations.

c. Aim for 6 Referrals from existing members per day.

d. Minimum of 5 successful cold calls per day - returning with 5 names, telephone numbers and appointment times.

e. New Contacts from any other source.

3.1.2 A contact only qualifies as a contact when an MC speaks to the person face to

face or telephonically with the purpose of setting up an appointment. (Leaving a message does not qualify as a contact. a. Follow up contacts:

- Contact all members due to renew their memberships.

- Contact all presentations that have not been converted into a completed sale.

- Contact all appointments that did not show.

- Stay in touch with all potential members.

b. Minimum of 5 service calls per day to existing members to maintain a positive relationship and to generate referrals ( focus on all members who join the previous month ). Not included in contacts for activity purposes.

DUTY C: PERFORM ADMINISTRATIVE FUNCTIONS ON A DAILY, WEEKLY, MONTHLY

BASIS

C.1 Have a clear understanding and comply with all administrative procedures specified in the sales manual.

C.2 Completed all new member contracts in accordance with the rules specified by the administration department.

C.3 Communicate all rules and regulations of the club all members.

C.4. REPORTING

4.1 Maintain all daily and monthly reports as required by the Club General Manager and

Administration Manager in a neat and orderly manner.

4.2 Ensure you meet all goals and targets specified on a daily and monthly basis.

4.2.1 Set your goals in writing

4.2.2 Plan your activity in writing

4.2.3 Plan and manage your time in writing

4.2.4 Record and evaluate your success in writing

4.2.5 Reset your goals in writing

4.3 Daily and Monthly Reports required from a Membership Consultant - 4.3.1

Daily and Monthly Goals

4.3.1 Summary of Daily Action

4.3.1 Daily Action Sheet

4.3.1 Daily Sales Analysis Sheet

4.3.1 Commission Sheet

4.3.1 Corporate Appointments

DUTY D: USE MARKETING MATERIAL PROVIDED TO MAXIMISE THE

EFFECTIVE ACHIEVEMENT OF YOUR SALES GOALS.

D.1 Comply with all prescribed control procedures.

D.2 Evaluate the effectiveness of all marketing material and support provided in a proactive and constructive manner.

D.3 Identify specific sales tools needed to achieve your sales goals.

D.4 Plan and organize promotions.

4.1 All promotions must be communicated to and approved by the Club General Manager.

4.2 All promotions must be conducted under the guidelines prescribed by the company and its standards of practice.

4.3 Your goal is to generate as many business opportunities as possible in the form of leads and contacts with a view to achieving sales targets.

4.4 All promotions should initiate interest and awareness leading to a visit / appointment with the intention to purchase a membership.

4.5 Evaluate the effectiveness of promotions.

4.6 Capitalize on all opportunities in the market place.

4.7 Stay abreast of the latest developments (opening or closing of health clubs).

4.8 Look for good marketing / advertising and promotional opportunities.

4.9 Be aware of new shopping centers or companies in your area.

4.10 Identify untapped and new target markets / opportunities.

D.5 MISREPRESENTATION

5.1 Any misrepresentation as a result of statements made to the public or through actions as an agent of the company by a Membership Consultant will be dealt with in a disciplinary hearing and dependent on the nature of the misrepresentation may lead to dismissal.

DUTY E: EFFECTIVELY LIAISE WITH ALL OTHER DEPARTMENTS AND

CLUB MEMBERS.

E.1 Maintain the highest level of professional conduct when dealing with our members, your colleagues and the public. 1.1 Promote efficiency and team spirit.

1.2 Attend all meetings and man the club at the times specified by your Membership Manager and Club General Manager.

1.3 Be an extension of the club service arm by assisting and greeting members when they arrive and leave and ensure that they are happy with their membership.

1.4 New members must be introduced to the club (facilities and key personnel) in accordance with the rules specified by the Club General Manager.

E.2 KEY RELATIONSHIPS :

2.1 Internal

2.1.1 Your members

2.1.2 Club General Manager

2.1.3 Administration

2.1.4 Operations

2.1.5 Reception

2.2 External

2.2.1 Promote a healthy way of life and the image and culture of your club to all members of the public.

2.2.2 Make a CUSTOMER NOT A SALE

2.2.3 Establishes a positive long-term relationship to guarantee retention and happy members.

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.